Paul and Jeff express their likes and dislikes of vendor booths. Discover how to be a good sales-rep for your company, how to make yourself stand out in the vendor space, and how to be loose in an a suit-&-tie scenario.
Questions for sales people:
- What is the biggest differentiator or even better the reason people buy it?
- Who is your competition?
- What are people most impressed with when you do a demo?
- Why do people buy your product?
- What problems do people have that buy your product?
- What problems or challenges do you help solve for your existing customers?
Questions for slightly more technical people (evangelists or sales engineers):
- What is the feature you like best about your product?
- What is one feature that you wish more people knew about and used?
- Be specific with demos, ask to see a specific problem and solution
What to do when you encounter an event marketing person:
- Ask them to help you navigate, who have they sent to the show and what are the roles
- Do they have anyone from the vendor speaking at the event?
Some things that tend to be not the best usage of time:
- The printed materials handed out at the trade-show booth
- If they have a booth babe, they are out
- The signage and video loops seem to be of little help
- Sometimes local sales people make seem like you are wasting their time if so, run